Yesterday I was over at my uncle’s place hogging my cousins Sony Playstation 2. The past few times that I’ve visited, he’s asked me how’s business and has any new business come in. Being a small company trying to build its foundation and create awareness of essential website value, we don’t get project every day and I sure don’t want to overburden my colleagues. We’ll just leave it as that.
My uncle then asked if I’d like to grab some of his namecards of clients and ring them up. When I asked him why (doh!), he said it’s obviously to call them and ask if they’d like a website done by us. I answered that it’s alright and continued playing my game.
Then he asked me the reason and informed me that I can’t wait for clients to knock on my door. I know that is true since I was freelancing for a short period before recruiting some help.
However, the main reason I didn’t want to call these people is because I didn’t want to sound like a telemarketer. As expressed by Viceice in his comment when I last asked Would You Consider This SPAM or Promotional?, he said:
In telemarketing, they know who you are, they address you by your first name, they know your background, they offer you a personalised sales pitch (in the sense that you fall within their target demographic).
I get iritated enough when people interrupt my day to shove advertising at me, I get angry when they know my name and my details and I always make it a point to sternly demand they company never contact me again.
Though the prospects might not know who I am, I’m still invading their time by saying I’m Danny Foo and I’m a website designer from Websites Made Simple and I’ll ask if they’ve got a website, then I’ll continue with me recommending my services to them.
Of course there’ll always be argument if this works because I remember taking a survey through the phone when in Melbourne and I took it because I had time to spare as a student, not to mention the caller was polite and respectful.
In other words, it could work if communication (process) was done right or it could fail terribly if we became too persistent and kept on pushing like some die-hard direct salesperson.
But other than email, do you think it’s advisable for us to call up my uncle’s clients directly and speak with them over the phone regarding our services?
There is a very thin line between telemarketing and promoting.
Telemarketing is using hard selling. (I hate them too).
To promote your service and give people an awareness that you exist is not a bad way. Asking them to keep you in mind when they need your service.
I think it’s alright to call some of them which you think they might need your service. It’s not really telemarketing, you got their contacts through someone they know, i.e. your uncle. Even if they don’t need a website for now, they might know others who are looking forward to create a website for their companies, and they might recommend you. Just like what your uncle said, you can’t wait for ppl to knock your door, promoting your company in a positive way does help to expand your business.
good luck :)
Do you think if at the end of the conversation I suggest to snail mail or email them a flyer or brochure, they’d not mind?
Danny, read Sitepoint’s articles on Selling Your Services, especially the subcategory Find Clients. Read up all of Andrew Neitlich’s articles, he’s a great salesman.
http://www.sitepoint.com/cat/sell-your-services
http://www.sitepoint.com/subcat/find-clients
The thing is, when you’re running a business, your primary function is sales, no matter what the business is. If you can’t sell your services, no one will pay you however good your skills are.
That being said, most people don’t like telemarketers its true. You should identify the biggest clients and then go meet them personally, buy them lunch if you can, and just talk about their website.
Wow.. U flatter me :D
Anyway, i Agree with Malaysia Property, it is a very thin line and it think it’s the difference is (As David points out) between “Hi, would you like a website?” and “Hi, I heard you are interested in a website and I can help you.”
Thing here is casting huge nets net little resultss, where as if you go after the fish that are already hungry, with your skills a bite is a sure thing.
Thanks David for the reminder.
Vice, the people I’ll be calling might not expect website services like mine to be contacting them. However, I suppose there is no harm trying. :)